storytelling for sales
TRANSCRIPT
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STORY TELLING FOR SALES
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THE WHETSTONE WAY
PROSPECTINGTHROUGH
STORYTELLINGA
CQ
UIS
ITION
THR
OU
GH
STR
ATEG
IC SE
LLING
RETENTION
THROUGH KEY ACCOUNT MANAGEMENT
GR
OW
THTH
RO
UG
H
CO-C
RE
ATI
ON
STORY TELLING FOR SALES
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1 2
3
4 5
Introduce hero Hero meets villain
Acquires new resource
Struggle / triumph Transformation
THE HERO’S JOURNEY
PR
OSP
EC
TING
THR
OU
GH
STOR
YTE
LLING
ACQU
THROUGH
SEL
OWTHOUGH EATION
STORY TELLING FOR SALES
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RELATIONSHIP LIFECYCLE
STORY TELLING FOR SALES
Stranger Supplier Desired supplier Trusted advisor Strategic ally
ECTINGOUGH TELLING
AC
QU
ISITIO
NTH
RO
UG
H S
TRA
TEGIC
SELLIN
G
RETE
THROUGH K
MANAG
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ACCOUNT SCORECARD
SITIONSTRATEGIC LING
RE
TEN
TION
THR
OU
GH
KE
Y A
CC
OU
NT
MA
NA
GE
MEN
T
GROTHR
CO-CR
STORY TELLING FOR SALES
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ENTERPRISE LIFECYCLE
STORY TELLING FOR SALES
Entrepreneurial Performing Systematic Adaptive Preemptive
PROSPTHR
STORYT
NTIONEY ACCOUNT GEMENT
GR
OW
THTH
RO
UG
H
CO-C
RE
ATIO
N
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READINESS FOR CHANGE AND STRATEGIC CAPABILITY
STORY TELLING FOR SALES
PROSPTHR
STORYT
NTIONEY ACCOUNT GEMENT
GR
OW
THTH
RO
UG
H
CO-C
RE
ATIO
N
TIME
POOR
CHANGEREACTIVEANTICIPATORY
CHANGEGOODPT
IFORT
ILIBAY
READINESSFOR CHANGE
STRATEGICCAPABILITY
CRISISCHANGE
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THE WINNING STRATEGIC MODEL
STORY TELLING FOR SALES
PROSPTHR
STORYT
NTIONEY ACCOUNT GEMENT
GR
OW
THTH
RO
UG
H
CO-C
RE
ATIO
N
Legends
Losers Myths
Winners
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THE WINNING STRATEGIC MODEL
STORY TELLING FOR SALES
PROSPECTING THROUGH
STORYTELLING
AC
QU
ISIT
ION
THR
OU
GH
STR
ATE
GIC
SE
LLIN
G
RETENTION
THROUGH KEY ACCOUNT MANAGEMENT
GR
OW
THTH
RO
UG
H
CO-C
RE
ATIO
NLegends
Losers Myths
Winners
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